--- title: Sales Outcomes B2B Sales & Marketing Insights | Hernan Vera (6) description: Sales and marketing insight that breaks through the clutter (6) --- # Sales Outcomes Open main menu Close main menu # Sales Outcomes B2B Sales & Marketing Insights Select Category 2021 Top 10 Demand Generation & Lead Management Go-to-Market Strategy Health & Lifestyle Management Marketing Operations Marketing Solutions Marketing Strategy Productivity Sales Enablement Sales Operations Sales Solutions Posts by: ## Hernan Vera [Sales Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [7 Steps To Enable Sales To Convert More Leads](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/7-steps-to-enable-sales-to-convert-more-leads) Jun 14, 2021 9:46:19 AM ## **7 Steps to Enable Sales to Convert More Leads:** 1. 1. [**Establish Lead Management Process Stages in the Lead Object**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#EstablishLeadManagementProcessStages) 2. [**Automate Lead Management Process Stages**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#AutomateLeadManagementProcessStages) 3. [**Add Lead...**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#AddLeadManagementTraining) [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/7-steps-to-enable-sales-to-convert-more-leads) [Marketing Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/marketing-solutions) [Sales Solutions](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) ### [Why Lead Management Falls Short](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/why-lead-management-falls-short) May 24, 2021 9:41:33 AM ## **Four Reasons Why Lead Management Falls Short** [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/why-lead-management-falls-short) [Marketing Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/marketing-solutions) [Sales Solutions](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) ### [Don’t Get Distracted By The Pandemic Boon](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/dont-get-distracted-by-the-pandemic-boon) May 17, 2021 1:16:15 PM ***“The tides do not command the ship. The sailor does.”*** ― Ogwo David Emenike ## **The pandemic and its recovery have been boon times for many organizations....** [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/dont-get-distracted-by-the-pandemic-boon) [Marketing Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/marketing-solutions) [Sales Solutions](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) ### [Sales Math Says: It May Be All Over by June](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/sales-math-says-it-may-be-all-over-by-june) May 10, 2021 10:56:11 AM 1. ## Sales math is easy, and it provides a big picture view needed to make business decisions regarding selling efforts. No accounting degree, debit, or credits... [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/sales-math-says-it-may-be-all-over-by-june) [Sales Operations,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-operations) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [Avoid “My Mess for Less”: The Outsourcing Transformation Framework](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/outsourcing-transformation-framework) May 3, 2021 10:54:47 AM **Many years ago, there was a trend in IT Outsourcing named “my mess for less.” It was simple arbitrage my moving functions to a 3rd party provider with lower fixed...** [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/outsourcing-transformation-framework) [2021 Top 10,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/2021-top-10) [Sales Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [Why Salespeople Struggle With Prospecting](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/why-salespeople-struggle-with-prospecting) Apr 26, 2021 10:06:46 AM ## **Why do Salespeople Struggle With Prospecting?:** 1. 1. [**Over-reliance on Marketing’s Lead Generation**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#OverRelianceOnMarketingLeadGeneration) 2. [**Lack of Alignment with Marketing**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#LackOfAlignmentWithMarketing) 3. [**Poor Targeting**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#PoorTargeting) 4. [**Lack of Prospecting...**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#LackOfProspectingDiscipline) [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/why-salespeople-struggle-with-prospecting) [Sales Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [Sales Playbooks Produce Results](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/sales-playbooks-produce-results) Apr 19, 2021 11:46:33 AM ## **Sales playbooks are essential for the modern salesperson and sales teams that desire to perform at their full potential.** They contain the best practices,... [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/sales-playbooks-produce-results) [Sales Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [Identify The Right Behaviors For Better Sales Results](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/identify-the-right-behaviors-for-better-sales-results) Apr 12, 2021 10:48:39 AM **The mission of salespeople is to achieve results for their organization and their clients to improve outcomes.** Consistent top sales performers get the desired... [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/identify-the-right-behaviors-for-better-sales-results) [Sales Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [Things Salespeople Should Not Say – #5](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/things-salespeople-should-not-say-5) Apr 5, 2021 11:38:46 AM ## **5 Things Salespeople Should Not Say** 1. 1. [**“You should know this about the competition”**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#YouShouldKnowThis) 2. [**“What do I have to do to get your business?”**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#WhatDoIGottaDo) 3. **[“What if I said…?”](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#WhatIfISaid)** 4. **[“Think about it...](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#ThinkAboutIt)** [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/things-salespeople-should-not-say-5) [2021 Top 10,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/2021-top-10) [Sales Solutions,](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-solutions) [Sales Enablement](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/tag/sales-enablement) ### [Rethinking the Discovery Call](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/how-to-rethink-the-discovery-call) Mar 29, 2021 10:04:24 AM ## **How to Rethink The Discovery Call** 1. [**Prerequisite Preparation For a Discovery Call**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#Prerequisite) 2. **[Two Questions to Help Begin Effective Discovery](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#DiscoveryQuestion1)** - [**Question 1**](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#DiscoveryQuestion1) - **[Question 2](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6#DiscoveryQuestion2)** ### **B2B...** [Hernan Vera](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera) [Read More](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/how-to-rethink-the-discovery-call) [4](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/4) [5](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/5) [6](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/6) [7](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/7) [8](https://www2.salesoutcomes.com/sales-outcomes-b2b-sales-marketing-insights/author/hernan-vera/page/8) #### About - Menu Item One - Menu Item Two - Menu Item Three #### Services - Menu Item One - Menu Item Two - Menu Item Three #### News - Menu Item One - Menu Item Two - Menu Item Three Follow us on Facebook Follow us on LinkedIn Follow us on Twitter Follow us on Instagram